Burns & McDonnell Technology Consulting Engagement Leader - 1898 & Co. (Phoenix) in Phoenix, Arizona
The Technology Consulting Engagement Leader role within 1898 & Co., a part of Burns & McDonnell, will partner with our customers in the Electric Utility space to understand their critical business challenges and implement technology-focused solutions that build a brighter future. This role will be highly engaged with driving targeted conversations around industry challenges, understanding our customers’ needs, and finding solutions to empower organizations to drive their business to more efficient operations. The ideal candidate will demonstrate how our technology solutions address customer pain points, capture critical win components from the customer, and drive the development of a winning proposal. This role requires a deep understanding of our capabilities and the ability to effectively communicate with customers in the Electric Utility space. This role will be responsible for communicating how our existing offerings help the Utility meet its business objectives and providing consulting services related to technology solutions. They will build relationships throughout the customer organization to leverage opportunities to capitalize on technology investments. They will be comfortable discussing the current state and leading teams to move customers to desired future state. They will lead teams and oversee the work of conducting complicated technology systems integrations while partnering with sales and marketing groups to continue to build the business footprint.
Effectively present consulting services and solution offerings to prospects and existing customers virtually and in person
Lead customers through the full sales process while engaging others in the business unit to support as needed
Target specific clients identified along with identifying specific clients' target penetration strategy
Follow through on quarterly financial goals – Building and advancing opportunities through the sales funnel, Customer satisfaction and repeat business
Support quarterly strategy reviews with a data-driven approach to evaluating the market and effectiveness of current plans.
Lead the positioning of service offerings, including collaborating with internal (and/or external) partners on the development of a strategic plan, target customers, and tailored offering collateral
Lead the adaptation of standard value propositions, templates, and guides to support the effective communication of capabilities and delivery of projects.
Regular review and iteration on service offerings message to align with customer needs and improve market penetration.
Process Improvement by review of sales processes, proposal processes, and identifying areas to improve for existing offerings.
Be a part of the culture to continuously improve in a systematic way.
Understand the customer’s technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape.
Leverage existing customer relationships inside the company to generate warm leads
Position for and prepare responses to RFIs and RFPs
Maintain up-to-date product knowledge and participate in ongoing training
Communicate solutions benefits effectively
Maintain accurate sales funnel data and achieve strategic targets
Establish and maintain long-term business relationships
Manage and interpret customer requirements and properly set customer expectations
Partner with internal teams to provide technical support in larger work engagements
Champion the value of technology innovation for customers with internal teams
Partner with broad sales team to position in new accounts and grow existing accounts
Drive account discovery planning activities for technology solutions in assigned accounts
Other duties as assigned
Bachelor's degree in Computer Science, Management Information Systems (MIS), Information Technology or related field.
Minimum 7 years of related experience (3 or more years identifying and implementing solutions for broad technology systems is preferred).
Previous roles that engaged with external customers in a consulting capacity
Working with clients to deploy/integrate/adopt operational technology platforms
Preparing solutions focused on service definition and growth
Developing solutions that lead to results with business impact
Developing customer relationships and winning work
Advancing organization goals and growth
Demonstrated Skills include:
Combination of technical skills and business acumen applied to solve complex customer challenges
Consulting experience and ability to manage Technology Implementation projects within IT and OT space of Utility Clients.
Knowledge of Electric Utility Industry as it relates to technology services and implementation in Transmission Planning, Distribution Operations, managing capital projects, grid management systems, data management services and geospatial services.
Knowledge of enterprise IT architecture and the ability to implement them across many tools & platforms
Strong leadership, project management, time management, and problem-solving skills.
Critical thinking and prioritization of resources to provide the most value to customers.
Ability to adapt to changing environments and make timely decisions.
Ability to work and communicate with technical and non-technical customers.
Work collaboratively within a team environment
Excellent written and oral communication skills
Drive to keep skills aligned with industry advancements
Strong interpersonal and relationship-building skills
Business aptitude and negotiation skills
Ability to teach technical concepts and a passion for continuous learning
Contracts and commercial acumen to achieve strong financial results
Job Project Management
Primary Location US-AZ-Phoenix
Travel: Yes, 25 % of the Time
About 1898 & Co.
1898 & Co. is a business, technology and security solutions consultancy where experience and foresight come together to unlock lasting advancements. We innovate today to fuel our clients’ future growth, catalyzing insights that drive smarter decisions, improve performance and maximize value. As part of Burns & McDonnell, we draw on more than 120 years of deep and broad experience in complex industries as we envision and enable the future for our clients.
Burns & McDonnell is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Req ID: 223712